You’ve heard the saying that 20% of salespeople make 80% of the sales.
Do you ever wonder why that is? It might be easy to assume that they just work harder, have more talent, or have better luck, but the truth is they are using the right techniques for success.
In my video, “The Psychology of Selling,” I explain why so many salespeople fail to move their prospects into a mindset that allows them to offer something of value. Without creating a need, the best salesperson in the industry won’t transition a prospect into a client.
It’s important to start by recognizing that you have something of value to offer the prospect. Since most real estate agents have never had any formal sales training, they might not realize that success has to start with them. Not every prospect can be helped by our services, and qualifying…
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